Hardware Retailing April 2022

Moves

LET’S BUILD A UNITED FRONT AGAINST PESTS.

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CONNECTIONS Follow Us Online

HEADQUARTERS

1025 East 54th St. Indianapolis, Indiana 317-275-9400

NHPA@YourNHPA.org YourNHPA.org

OUR MISSION

The North American Hardware and Paint Association (NHPA) helps independent home improvement and paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.

NHPA BOARD OF DIRECTORS

CHAIRMAN OF THE BOARD

Jared Smith, Jared’s Ace Hardware, Bishopville, South Carolina

EXECUTIVE VICE CHAIRMAN

Craig Bond, Tommy’s Paint Pot, Eugene, Oregon

DIRECTORS

Alesia Anderson, Handy Ace Hardware, Tucker, Georgia

Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri

Ned Green, Weiders Paint & Hardware, Rochester, New York

Scott Jerousek, Farm and Home Hardware, Wellington, Ohio

Ryan Ringer, Gold Beach Lumber Yard Inc., Gold Beach, Oregon

Jackie Sacks, Round Top Mercantile Co., Round Top, Texas

SECRETARY-TREASURER

Bob Cutter, NHPA President and CEO

STATE & REGIONAL ASSOCIATIONS

MIDWEST HARDWARE ASSOCIATION

Jody Kohl, 201 Frontenac Ave., P.O. Box 8033 Stevens Point, WI 54481-8033

800-888-1817; Fax: 715-341-4080

NHPA CANADA

NHPA CANADA

Michael McLarney, +1 416-489-3396, mike@hardlines.ca 330 Bay Street, Suite 1400 Toronto, ON, Canada M5H 2S8

CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES

CIRCULATION DIRECTOR

Richard Jarrett, 314-432-7511, Fax: 314-432-7665

Meet the 2022 Top Guns

For 15 years, NHPA has recognized retailers who are pillars of innovation, commitment and passion for the independent home improvement channel through the Top Guns awards. The retailers honored in this program have helped grow their operations through strategic leadership with consideration for their communities and their teams. Next month, get to know this year’s Top Guns and the ways they’ve made a positive impact on their businesses and communities.

Hardware Retailing (ISSN0889-2989) is published monthly by the North American Paint and Hardware Association, 1025 East 54th St., Indianapolis, IN 46220. Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50/year. Canada $75/year. All other countries $110/year. Single copy $7. The Annual Report issue can be purchased for $30.

Periodical postage paid at Indianapolis, Indiana, and additional mailing offices.

POSTMASTER: Send address changes to Hardware Retailing, P.O. Box 16709, St. Louis, MO 63105-1209.

All editorial contents © 2022 North American Paint and Hardware Association. No editorial may be reproduced without prior permission of the publisher.

REPRINTS: For price quotations, contact the Editorial Department at editorial@YourNHPA.org. Printed in the U.S.

EDITORIAL, DESIGN & PRODUCTION 317-275-9400, editorial@YourNHPA.org

MANAGING EDITOR

Melanie Moul, mmoul@YourNHPA.org

PRODUCTS & DIGITAL EDITOR

Hans Cummings, hcummings@YourNHPA.org

ASSOCIATE EDITOR

Lindsey Thompson, lthompson@YourNHPA.org

ASSOCIATE EDITOR

Carly Froderman, cfroderman@YourNHPA.org

SENIOR DESIGNER

Aubrey Smith

GRAPHIC DESIGNER

Autumn Ricketts

DIGITAL MEDIA SPECIALIST

Kevin Trehan

PRODUCTION MANAGER

Austin Vance

SALES & PRODUCTION ASSISTANT

Freda Creech

MARKETING & COMMUNICATIONS

EXECUTIVE DIRECTOR, MARKETING & COMMUNICATIONS

Whitney Daulton

CORPORATE COMMUNICATIONS MANAGER & EDITOR

Julie Leinwand

NHPA SALES

FIELD SALES MANAGER & SOUTHERN SALES DIRECTOR

Scott Gilcrest, sgilcrest@YourNHPA.org, 317-508-7680

MIDWEST SALES DIRECTOR

David Brodowski, dbrodowski@YourNHPA.org, 440-520-9551

NORTHEAST, NORTHWEST & CANADA SALES DIRECTOR

Jordan Rice, jrice@YourNHPA.org, 217-808-1641

EXECUTIVE STAFF

PRESIDENT & CEO

Bob Cutter

CHIEF OPERATING OFFICER & PUBLISHER

Dan Tratensek

CHIEF FINANCIAL OFFICER & EXECUTIVE VICE PRESIDENT, BUSINESS SERVICES

David Gowan

MEMBER SERVICES & TRAINING 800-772-4424, NHPA@YourNHPA.org

DIRECTOR OF MEMBER SERVICES & EVENTS Katie McHone-Jones, kmchone-jones@YourNHPA.org

TRAINING MANAGER & EDITOR Jesse Carleton, jcarleton@YourNHPA.org

RETAIL ENGAGEMENT SPECIALIST

Renee Changnon, rchangnon@YourNHPA.org

DATA & INFORMATION COORDINATOR Natalie Harris

EXECUTIVE DIRECTOR, PAINT & DECORATING PROGRAMS

LeAnn Day, lday@YourNHPA.org

EXECUTIVE DIRECTOR, ADVANCED RETAIL EDUCATION PROGRAMS Scott Wright, swright@YourNHPA.org

DIRECTOR, ORGANIZATIONAL DEVELOPMENT & CONSULTING Kim Peffley, kpeffley@YourNHPA.org

Strength MATTERS.

3M ™ High Strength Large Hole Repair

Fix it, paint it and get on with the job. Makes repairs fast with no shrinking, cracking or sagging on holes up to 5". Fiber reinforced to be two times stronger*, so it holds up to your high standards. Because your work demands our best.

built to perform

Get Strategic

If you’re thinking about how to reinvest in your business, having a strategic plan will guide your decision-making process. Hear two successful retail operators as they share best practices to consider as you look for your next opportunity.

Working Toward Wellness

Studies show that healthy and happy employees are more productive and efficient. Discover best practices for starting your own workplace wellness program to build a culture of wellness.

Pedal to the Metal

Adding an automotive category can make your store more comprehensive and convenient for your customers. Discover how to establish yourself in the driver’s seat of this high-impact category. 62

Show Floor Sights

The NHPA All-Industry Conference is live in Las Vegas on April 5-7. Preview the speakers and networking opportunities, and see what’s new on the floor at the National Hardware Show.

Ride Along

NHPA has kicked off a new series called Renee on the Road. Follow Renee and discover the highlights of her trip as she visits stores and interacts with retailers on the open road.

Hardware Retailing’s newest department, Project Point, features DIY projects to share with your customers to show them you are the place where projects come to life.

Inside Out

More customers are opting to spend their time outside, but want the same comfort they have indoors. See what products to stock to blur the lines between interior and exterior living.

#1 sanding performance

For when endurance matters.

This is for those who refuse to quit before the job is finished.

3M™ PRO GRADE PRECISION™ Faster Sanding Sheets resist clogging and sand faster. Fold once and the NO-SLIP GRIP™ durable backing grips together to prevent slipping, so you can sand longer with less hand fatigue. Superior cut durability — from start to finish. built to perform

Stock these 3M products for pros in your store.

ONLINE

Stay Informed

Scan this QR code or visit hardwareretailing.com/april to see these stories and more resources for your operation.

When leadership at Lambert Lumber created an initiative to improve customer service, they involved every employee in executing their plan.

OPERATIONS

Construct Your Strategy

Having an organized approach to your strategic planning process will help you create a detailed plan that considers all important areas of your operation. Here are some resources to help you analyze your business and define your goals.

Outline Your Plan

In Hardware Retailing’s strategic planning guide, learn about the different components of a strategic plan and get started on creating your own. This worksheet helps you identify long- and short-term goals and how to organize next steps.

Start a SWOT Analysis

A comprehensive understanding of your operation means taking a top-to-bottom look at strengths, weaknesses, opportunities and threats. This article outlines a few key questions you should regularly ask about your business.

Key Retail Metrics Resources

NHPA offers a variety of resources to help you understand and use the key retail metrics to evaluate your business. Topics covered in this guide include transaction size, payroll and GMROI.

Find More Stories Online

CATEGORY

Overcoming Obstacles

See how Seashore Ace Home & Outdoor Living serves its beach and inland customers with a variety of outdoor living furniture and accessories.

OPERATIONS

Wellness Support

Discover resources to help you launch and manage a wellness program in your operation and learn best practices for getting employees engaged in your wellness culture.

CATEGORY New Additions

Adding a new product category can be daunting. Discover best practices to adhere to when bringing a new product category to your operation.

RESOURCES

Hiring Toolkit

Finding and hiring high-caliber employees is a challenge for many retailers. Discover a variety of best practices, tools and guides to help you find quality employees for your business.

Scan the QR code to download the free resources in our Hiring Toolkit.

For when Safety matters.

3M ™ Pro-Protect Electronic Hearing Protector

Stay aware of dangers on the jobsite and help protect your hearing from hazardous noises. This electronic hearing protector allows you to communicate in low-noise environments and enhances your situational awareness. Bluetooth® Wireless Technology seamlessly syncs with your mobile devices, so you can make and receive phone calls through the headset. And soft, conformable ear cushions provide all-day comfort.

built to perform

EDITORIALLY SPEAKING

CONNECTIONS

Send Melanie a Message mmoul@YourNHPA.org

Melanie Moul

“Small, tailored tokens of appreciation show that you understand what a sale can mean to your staff.”

Make Small Gestures

I’VE WRITTEN BEFORE about the time I spent working at a national coffee chain after college. I worked there for 3½ years, and let me tell you, I loved it. It was not my initial post-college plan, but I’m so grateful for the time I spent there.

Why did I love it? Well, for one, free coffee. But a core reason was the people. I made some of my best friends at that job, both co-workers and regular customers. I truly believe people can make careers in food service and retail, so why did I leave, you ask.

First, it was my wage. I was a supervisor—I opened and closed the store independently, delegated tasks, managed cash and bank deposits, did full store inventories and ordered products. When I quit, I made less than $10 an hour. But, that’s only part of the equation.

Often, all the stores in a district would compete to sell the most of a drink or product, and there was one campaign where I took it all. I was the top seller in the entire district for this particular promotion. So, my store manager and my district manager gave me some prize options to choose from. I don’t remember what all the options were, but do you know what I considered the best option for being the top seller in my district?

A blue, plastic water bottle.

While I did not think I would receive a multi-dollar-per-hour raise, I did think my reward would be a little more valuable or at least tailored to the company. A $50 gift card, an extra vacation day or a company shirt. Maybe an announcement to the other stores that I was the sales leader for the challenge. The water bottle is still kicking over a decade later, so maybe it was the right choice after all. But offering small, tailored tokens of appreciation show that you understand what a sale—no matter its impact on your bottom line—can mean to your staff. Letting an employee choose a new drill they’ve had their eye on or taking them out to lunch shows that you care about their experience as an employee.

On Page 38, the cover story details steps for making strategic investments in your operation, and for Lambert Lumber, culture is a key part of the process. Learn about their strategy and how engaged employees are a necessary component for success and growth.

Melanie Moul Managing Editor

Dan Tratensek

TAKING CARE OF BUSINESS

“Ultimately, we hope that making these connections will only make independent retailers stronger.”

The Power of Association

OVER THE YEARS, I have often thought about the different factors that have enabled independent hardware and paint retailers to thrive while similar retailers in other industries floundered.

There are certainly a variety of elements that have shaped the path of independent home improvement retailers. Whether it be operational agility and speed to respond to market trends or the support of a highly sophisticated distribution network, independent retailers in this industry have managed to maintain market share despite waves of chain and online competition.

While we could go on for chapters about each of the factors that have buoyed the industry, for the sake of this column, I want to focus on one—independent retailers’ willingness to associate.

During the weird last two years, this one factor that has supported and driven this industry for so long was conspicuously absent. Sure, we all hopped on Zoom calls and tried to stay in touch, but I think we all realized these efforts only fulfilled part of our need to associate. Now, as we are getting back to attending shows, sharing meals and engaging with one another face-to-face, I think it is important to reflect on how vital this kind of “associating” is to the overall health of our industry.

There are tens of thousands of independent home improvement storefronts throughout North America. Each one faces their own set of challenges and comes up with their own set of solutions. Yet, without making efforts to associate at events like wholesaler markets or the National Hardware Show, they lose the opportunity to share those experiences. This is simply too valuable a resource to neglect.

That is why I have always, and will always, urge all independent retailers to seek out events and opportunities to associate with like-minded operators. It is also why the North American Hardware and Paint Association is such a vocal advocate for events like the National Hardware Show. While the National Hardware Show has changed over the years and will continue to change as we move forward, it remains a singularly unique opportunity for independent retailers of all affiliations to gather together, share best practices and support one another.

Our goal at the National Hardware Show is to showcase best-in-class independent home improvement retailers and do our best to connect retailers. Ultimately, we hope that making these connections will only make independent retailers stronger.

So, as you look at your schedules moving forward and your calendars start to fill up, I would strongly encourage you to make sure you take the time to associate with your fellow retailers and put events like the National Hardware Show on your calendars—the future of our industry may depend on it.

Dan M. Tratensek Chief Operating Officer & Publisher

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Add product training and support, exclusive brands, and efficient delivery from our warehouses, and it‘s easy to see how Do it Best can establish your business as the first, best and only choice for paint.

Discover how Do it Best can help you become your community’s paint shopping destination. Call us today at 888-DO-IT-BEST (888-364-8237) or visit doitbestonline.com.

NHPA NEWS

MEMBERSHIP Get Started

Visit YourNHPA.org to download the 2022 NHPA Member Guide.

ASSOCIATION

10 WAYS NHPA

Can Help

EACH YEAR , the North American Hardware and Paint Association (NHPA) adds new programs, services and partnerships to better serve independent retailers. Learn about the association’s programs and services here, and visit YourNHPA.org for more information about how we can help.

1

TWO MAGAZINES

NHPA publishes two monthly magazines, Hardware Retailing and Paint & Decorating Retailer, that feature operations best practices and strategic solutions along with new products and trends.

2

EMPLOYEE TRAINING

The association has a growing library of online training, including more than 250 five-minute modules that cover product knowledge, project sales, customer service, operations and more.

3

LEADERSHIP TRAINING

NHPA offers online training courses to help retail employees with leadership, finances, team building and more. Head to YourNHPA.org/fol to apply by May 6 for the next session!

4

COMPREHENSIVE MANAGEMENT TRAINING

The Retail Management Certification Program teaches business owners, managers and key staff the details of running a business. Learn more at YourNHPA.org/rmcp and apply by June 1 for the next class.

5

ROUNDTABLES

NHPA hosts and moderates nearly a dozen annual retailer roundtables on topics such as finance, human resources, IT, young retailers and more.

6

SUBSCRIBE

Get the News You Need

Visit YourNHPA.org/subscribe to sign up for newsletters that are right for you!

HIRING TOOLKIT

This comprehensive kit features job description templates, website best practices and more to help you find your next great hire

Visit YourNHPA.org to download this resource.

PROJECT POINT

This social media package includes every post, image and tweet you need to highlight trending DIY projects

Visit YourNHPA.org/project-point to download this resource.

10

VIRTUAL AND LIVE EVENTS

NHPA hosts several events throughout the year, including the Young Retailer of the Year Awards and NHPA All-Industry Conference (see Page 54). Virtual events also take place throughout the year.

9

BUSINESS SERVICES

The association offers a wide range of business services, including workers’ compensation and liability insurance, health insurance, credit card processing and others to help retailers save time and money.

DIGITAL PRODUCTS

NHPA offers a wide range of digital products to help you stay up-to-date. Listen to a podcast, subscribe to a newsletter or follow along on social media.

7

RETAIL MARKETPLACE

NHPA launched the Retail Marketplace to give retailers an industry resource for selling their stores, buying other businesses and posting professional jobs.

8

COST OF DOING BUSINESS STUDY

For more than 100 years, NHPA has fielded this study to help retailers compare their businesses to industry averages to make more informed decisions for their operations

Just the Basics

Looking for beginner training? Check out Level 100 and Level 200 training options at YourNHPA.org/academy

TRAINING

How Are You Investing in Your Leaders?

Take the next step to invest in your team with advanced training opportunities. Head to YourNHPA.org/academy to find the right fit for your operation.

IF YOU’RE LOOKING for a new opportunity to build up your key team members, NHPA can help. The NHPA Foundations of Leadership program and the Retail Management Certification Program (RMCP) offer advanced retail training opportunities for everyone from new managers to next-generation executives.

Online Leadership Training DEADLINE: MAY 6

The Foundations of Leadership program offers industryspecific online training to help retailers develop effective communication and problem-solving skills and learn how to build and lead teams. Interactive group sessions and self-paced options are available. Visit YourNHPA.org/fol to apply and to learn more about each course.

Advanced Management Training DEADLINE: JUNE 1

RMCP is a college-level course designed to teach key employees, future owners and retailers effective business practices for owning and operating a home improvement operation. Sessions are taught by successful retailers, university professors and industry experts. Head to YourNHPA.org/rmcp to apply.

“There is so much information to absorb in RMCP. It gave me a confidence boost that I can make it in management and most importantly, that I don’t have to do it alone, and there are so many people willing to give advice and help in this industry.”

—Roman Chavez, Bleyhl Co-op | 2020 RMCP Graduate

N HP A Retail Marketplace

BUSINESS FOR SALE

Hoosick True Value

Location: Hoosick Falls, New York

Gross Revenue: $1.26 million

Price: $1.875 million

This opportunity offers a turnkey sale of a general hardware operation located in northeastern Rensselaer Co., New York. The business serves five towns, southwestern Bennington Co., Vermont, and 25 miles east of Troy, New York

SEEKING BUSINES SES FOR SALE

The Aubuchon Company

For our next acquisition, we are looking for:

• Single-store and multi-store hardware operations

• Located in northeast and southeast United States

• Store size of 5,000-30,000 ft2

• At least $3 million in average store sales

Post a Job | Sell Your Business | Buy a Store | Public and Private Listings

To see full listings, visit YourNHPA.org/marketplace or email marketplace@yournhpa.org

AWARDS

EVENTS & AWARDS

Meet the Honorees

To read more about each 2022 Young Retailer of the Year honoree, visit YourNHPA.org/yroty

2022 Young Retailer of the Year Honorees Announced

NHPA IS PLEASEDTO ANNOUNCE the 2022 Young Retailer of the Year honorees. Selected from a field of inspiring independent home improvement retailers under the age of 35 across North America, these eight honorees represent the future of the industry. These retailers will be recognized at a reception ahead of the NHPA All-Industry Conference in Las Vegas. Look ahead to the July issue of Hardware Retailing for complete coverage of the honorees.

Thank You to Our Sponsors

NHPA would like to recognize the program’s sponsors for their dedication to the independent channel. Thanks go to American Hardware & Lumber Insurance, Arrow Fastener, Epicor, Fluidmaster, Intertape Polymer Group, Midwest Fastener, MiTek and Pony Jorgensen.

Under $3M in Annual Sales

Kyle Adair Co-owner, Maycrest Hardware Savannah, Georgia

Over $3M in Annual Sales

Cory Rhynehart Minority owner, Milton Hardware & Building Supply Milton, New York

Multiple Stores

Nicole Anderson Marketing Manager, Wilco Co-op Mt. Angel, Oregon

Brandon Donahue Owner, Westerly Paints Rhode Island & Connecticut

Jade Haynie General Manager, Northwest Hardware, Montana

Adam Moulton Dealer-Owner, Allandale, Ingersoll & Woodstock Home Hardware Building Centres Ontario, Canada

Coreen Pierce Branch Administration Manager, Koopman Lumber Co. Massachusetts

Brandon Wright Owner, Stan’s Merry Mart Washington

TRENDS

RESOURCES

Overcoming Obstacles

Discover product knowledge resources to build your customer service skills at YourNHPA.org/product-knowledge

TRENDS

Consumer Reading Into the

CUSTOMER INSIGHTS IN LIGHT OF PRODUCT AND MATERIAL SHORTAGES

ACCORDING TO THE Home Improvement Research Institute (HIRI), 59.2% of customers shop at the same store for home improvement products regardless of what products they are shopping for, but 73.8% will buy a product at another store before waiting on stock to return. As product and material shortages continue, understanding your customers is the key to success.

KNOWLEDGE

39.7 %

of consumers are indifferent or disagree that hardware stores have more helpful or knowledgeable employees than other home improvement stores.

As big-box stores improve their employee training and knowledge, independent retailers must strive to advance as well.

CONVENIENCE

79.8%

Acquiring all necessary products at one location gives customers more time to complete projects and enjoy leisure activities. of shoppers agree that home centers usually have everything they need.

Source: Home Improvement Research Institute, Home Improvement Consumer Shopping Choice Report

COMPETITION

67.4%

Customer service and product knowledge, selection and availability will put you ahead of competitors. of customers have many home improvement store options nearby to purchase products from.

Fresh ideas or home improvement. for

Strength and selection go together with Outdoor Accents ® decorative hardware from Simpson Strong-Tie. We’re always expanding our Mission Collection ® and Avant Collection™ lines with new products and accessories, making it easy to enhance outdoor structures and living spaces. Both lines feature an innovative hex-head washer and fastener combo for the look of a bolted connection that installs as easily as driving a screw. Plus, our code-listed connectors and fasteners are rigorously tested for performance. So whether your customers are building a planter box or a pavilion, it will be strong, safe and beautiful for years to come. To see our complete lines of Outdoor Accents decorative hardware, visit go.strongtie.com/outdooraccents or call (800) 999-5099.

The extensive line up of STIHL battery products features four tiers of performance — providing our customers with product offerings as diverse as their yard care needs. STIHL battery tools offer the same legendary quality and performance you’ve come to expect from STIHL in a lightweight and easy-to-use package.

HOT PRODUCT PREVIEW

PRODUCTS

Retailer Recommendations

Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and reasons why you love it.

DProducts to Round O

Spring Buying Season

MORE PRODUCTS TO BOOST YOUR INVENTORY

espite supply chain challenges and continued pandemic surges, manufacturers have continued to innovate and adapt to changing market conditions. As buying season continues, it’s crucial to implement strategies to bolster your inventory.

Hardware Retailing’s Hot Product Preview brings some of the latest product updates to independent retailers. On the following pages, see the latest offerings from trusted manufacturers across the

channel who have supported this publication through advertising. From hardline categories to outdoor living and entertaining, these products can give your operation the boost it needs to make this uncertain season the best it can be for your business. This is just the beginning of product research opportunities to take advantage of this spring. See many of these manufacturers and more at the National Hardware Show April 5-7 in Las Vegas.

A M.O.E. Backpack Sprayer

The Chapin 63950 Mixes on Exit (M.O.E.)

Backpack Sprayer mixes the chemical concentrate as it sprays. Water from the main tank is mixed with concentrate from a separate tank. Mixing ratios can be set from 1 to 10 ounces per gallon. An extra tank allows for easy chemical switching.

CHAPIN INTERNATIONAL chapinmfg.com or 800-950-4458

E Flexible Drain Brush

Brushtech’s 48-inch extra-long, super-flexible drain brush clears hair, odor-causing gunk and blockages through the most complicated piping. When ordinary brushes and snakes can’t do the job, count on this brush to go deeper than ever before to unclog your pipes and drains. The brush bends through complicated piping, reaches deep to get rid of tough blockages and improves drainage flow. Brushtech brushes are made in the U.S.

BRUSHTECH | brushtechbrushes.com

B Outdoor Lounger

The latest in Legz Up Technology™, the Legz Up Lounger is a portable option for combining comfort with innovation. It features a built-in leg rest, allowing users to switch back and forth seamlessly between legs up or legs down. Stay cool and comfortable when you recline the mesh backrest to one of four positions for an even more relaxing experience. Also includes a head pillow, beverage holder, phone pocket and backpack straps for easy portability.

GCI OUTDOORS | gcioutdoor.com

C Electronic Hearing Protector

The 3M™ Pro-Protect Electronic Hearing Protector protects hearing while allowing workers to stay aware of dangers on the job site simultaneously. This electronic hearing protector helps protect workers from hazardous noises, allows them to communicate in low-noise environments and enhances their situational awareness. With Bluetooth® Wireless Technology, they can make and receive phone calls through the headset. The soft, conformable ear cushions provide all-day comfort.

3M | 3m.com

D Compact Utility Saw

Engineered to make tough jobs easier and more productive, Fiskars® Pro POWER TOOTH® Compact Utility Saw safely stores in tool belts for instant access. A one-handed flick of the wrist opens and closes the saw blade. Easy, front-loading blade changes require no tools and ensure blade security with no loose parts.

FISKARS | fiskars.com

F Customer Service Kiosk

Paladin Data Corporation has integrated with AML’s Monarch Kiosk to give hardware stores a way to enhance customer service without adding additional staff. The kiosks, which can be mounted almost anywhere, allow customers to check the prices of items that are in the store’s Paladin Point of Sale inventory with the device’s barcode scanner. It’s an easy way for stores to help both customers and sales staff.

PALADIN DATA CORP. | paladinpointofsale.com

G Generator With CO Detector

Mi-T-M’s Generator with CO Detector is a 2000-watt inverter generator equipped with a carbon monoxide (CO) detector and auto shutdown if CO levels become unsafe. It features GFCI protected receptacles, recoil start and a hand carry design for easy portability. It is quiet, efficient and can power anything from sensitive equipment during power outages to an electric grill for outdoor gatherings.

MI-T-M | mitm.com or 800-553-9053

H Curved Shaft Edger

The STIHL FCA 135 curved shaft edger is built for extended use in noise-sensitive environments. With its high blade speed, the FCA 135 provides commercial-grade power and durability. The FCA 135 offers maneuverability ideal for flower beds or well-maintained edges and features durable construction with a weather-resistant design. It is made in the U.S. with a brushless motor and the same shaft and gearbox as the gasoline model; users can count on the FCA 135 to perform with the same high power and dependability of professional gas-powered products.

STIHL | stihlusa.com

HOT PRODUCT PREVIEW

Aromatic Bird Repellent

Bird-Out™ Aromatic Repellent is a low-cost, fast and trouble-free solution for keeping pest birds away from patios, decks, garages, warehouses and other outdoor areas. Each easy-to-use cartridge contains 50g of methyl anthranilate, a grapeseed extract proven to repel birds. Activate the cartridge with a twist, snap it into the dispenser and enjoy up to 60 days of effortless protection.

BIRD B GONE | birdbgone.com

Rechargeable Flashlight and Headlamp

Machined from solid aluminum and outfitted with COAST-patented PURE BEAM® optics, the XP11R flashlight and XPH30R headlamp define the top tier of professional-quality, rechargeable portable lighting. Both products offer seamless, transitional focusing between Ultra View Flood Beam and BULLS-EYE™ Spot Beam plus multiple output modes for advanced lighting control. The XP11R features COAST’s Turbo Mode, peaking at 2100 lumens. The COAST Dual Power system runs these two products on a COAST ZITHION-X™ rechargeable battery but also makes them compatible with disposable batteries. Innovative, bolder light keeps workers safer on the job—the true calling of the XP11R flashlight and XPH30R headlamp.

COAST PRODUCTS | coastportland.com

Epicor for Retail solutions equip your team with intuitive tools that streamline operations and drive more revenue and profitability. That’s working with you, for you.

Multidirectional Forklift

The award-winning Combi-CB combines a compact counterbalance design with multidirectional capability. A universal forklift for handling mixed loads, the multipurpose Combi-CB counterbalance truck can revolutionize your handling operations. Traveling sideways with long loads is safer, maximizes available space and works inside a container.

COMBILIFT | combilift.com

Tube Bird Feeder

Designed to increase the number of birds you see at the feeder, TubeZilla™ is an all-purpose, large-capacity feeder for those who want to spend more time watching the birds and less time refilling the feeder. Larger perch size also makes it easier for bigger birds like robins and cardinals to feed and hang out. DomeZilla™ is the perfect accessory for Cole’s TubeZilla™ large capacity feeder with a full 18-inch diameter and two different size slots to fit multiple size feeders.

COLE’S WILD BIRD | coleswildbird.com

HOT PRODUCT PREVIEW

PRODUCTS

See More Products

To stay informed about new innovations and trends, subscribe to the twice monthly Hot Products newsletter at hardwareretailing.com/subscribe

Decorative Hardware

No matter what type of outdoor structure your customers are building, Simpson Strong-Tie® Outdoor Accents decorative hardware provides both design elegance and structural strength. The Mission and Avant collections offer a choice of styles, from ornate and traditional to clean and simple. Both feature an innovative hex-head washer and fastener combo with the look of a bolted connection that installs as easily as driving a screw. Whichever collection your customers choose, all Outdoor Accents connectors and fasteners are rigorously tested for strength and performance for a safe, beautiful structure that lasts.

SIMPSON STRONG-TIE | strongtie.com or 800-999-5099

Mouse and Insect Trap

5-Inch Sanding Disc

3M Ultra Durable 5-Inch Sanding Discs are ideal for all stages of sanding wood, plastic or metal. 3M premium ceramic mineral technology cuts fast and lasts long. They are intended for use with a random orbital sanding tool. The HookIt™ attachment system allows for quick, secure attachment and easy removal. The unique universal hole pattern allows for efficient dust extraction on both five-hole and eight-hole sanders.

3M | 3m.com

The Stick-All® Mouse & Insect Trap is the ultimate glue trap pest control solution. It specifically targets pesky mice and insects with bullet lure holes for beetles, unique diverting walls for mice and several slots for insects on each side of the cover. On the inside of the trap is the sure-fire Stick-All® Glue Trap. Once caught, pests stay caught and out of sight. KNESS | kness.com

Pressure Washers, Generators and Pumps

GNE now offers Powerhorse® brand pressure washers, generators and pumps. Powerhorse® delivers power, durability and innovative design through their entire product line. Their equipment is built to last using high-quality construction and a new level of technology. You’ll find Powerhorse® in a class all its own, combining function and value in a product that challenges the notion that quality comes at a higher cost.

GREAT NORTHERN EQUIPMENT | gnedi.com

BETTER TOGETHER

Stop by Booth W3133 to check out what’s new at GCI Outdoor and ORCA Coolers & Drinkware!

• Rockers

• Director’s Chairs

• Stadium Seats

• Backpack Chairs

• Tables & Camp Kitchens

• Hardside Coolers

• Softside Coolers

• Insulated Drinkware

Liquid Leather and Fabric Adhesive

Tear Mender eliminates the hassle of sewing. This non-toxic, waterproof adhesive forms permanent yet flexible bonds to fabric, leather and vinyl. It is ideal for garment repairs, crafts and more. The glue is acid-free and formulated with natural latex. Bonds are usable or wearable within three minutes and wash-proof in 15 minutes, making this product a quick fix for immediate fabric repairs such as torn pockets and belt loops, ripped accessories and holes in jeans and clothing. Tear Mender is ideal for repairs on indoor or outdoor apparel, leather, upholstery, home decor, sport or marine gear and more.

LIGHTHOUSE FOR THE BLIND | tearmender.com

PRODUCT PREVIEW

PRODUCTS Retailer Recommendations

Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and reasons why you love it.

Window Air Conditioner

The RXTS-Series Window Air Conditioner is an evolution in design and features, providing more security, quieter operation and better efficiency. The revolutionary “U” shape allows the window sash to close and lock through the chassis, effectively separating the compressor portion of the air conditioner and locking the noisy outside world away from your peace and quiet. The advanced inverter compressor and DC fans work in concert with the unique design to provide world-class efficiency and idyllic, peaceful comfort.

MARS/COMFORT-AIRE | comfort-aire.com

Interior Paint

Unparalleled color depth and richness have long been the hallmark of ultra-premium AURA®, an interior paint that stands in a class by itself. Benjamin Moore improved upon AURA’s perfection with a new proprietary resin and other enhancements, elevating AURA to even greater heights of beauty and performance, including unbeatable hide, improved application and a long-lasting finish.

BENJAMIN MOORE | benjaminmoore.com

Point-of-Sale Software

Epicor for Retail point-of-sale and retail management solutions are made with retailers, for retailers, designed with 50 years of know-how. As the most experienced retail software provider, Epicor is a dedicated partner offering the capabilities you need to streamline your business and focus on creating the customer connections that set you apart.

EPICOR | epicor.com

Ant Baits

RESCUE!® Ant Baits are the most effective and no-mess way to solve an ant problem at the source. Ants find it fast and the colony is knocked down fast thanks to a patented bait formula that uses multiple foods to entice the ants. The gel formula won’t spill or leak and it’s encased in a child-resistant bait station you can place anywhere around your home.

RESCUE!® | antbaits.com

Crack Repair Caulk Tube

3M™ High Strength Crack Repair makes repairs three times faster. The precision tip applies the fiber-reinforced compound directly into surface cracks in both interior and exterior fills. Ideal for drywall, ceilings, stucco and concrete fractures with no shrinking, cracking or sagging.

3M | 3m.com

Exterior Acrylic Latex Paint

Covercoat XL is an ultra-premium exterior acrylic latex paint fortified with X-Link Technology. It is designed to perform in all environments and is suited for all seasons, extending the painting season and allowing for low-temperature application down to an air and surface temperature of 35 F. It is suitable for use on a variety of surfaces and properly primed metal surfaces like gutters and downspouts and is MPI 10, 15, 214 and 315 approved. Covercoat XL offers early splatter, rain and surfactant resistance, is dry to rain in one hour, has exceptional hide and coverage and excellent flow and leveling. It is available in four sheens (flat, velvet, satin, low sheen), three bases (white, deep, neutral) and three sizes (1 gallon, 5 gallon, quart).

RODDA PAINT | roddapaint.com

At Mi-T-M, we pride ourselves on building mighty, damn good equipment. It’s what sets us apart from our competition. Our industrial line is built to withstand demanding work conditions. When you purchase equipment with the Mi-T-M name on it, you are buying dependable equipment that is designed, built, and tested by good people. Mighty.

“Turn

your problems into assets by choosing Midwest

“My grandfather started this company in 1967 with a core value of putting our customers as the #1 priority. That remains true now and for the years to come…”

-Andy DeVries, President, Midwest Fastener Corp.

Exceeding Expectations. One Fastener Destination at a Time!

TRAINING

Foundational

Skills

To make employee training a part of your strategic plan, see the library of training options NHPA has to offer at YourNHPA.org/membership

Answering

Opportunity

BEST PRACTICES FOR CREATING A STRATEGIC PLAN

BY JESSE CARLETON

If you’re like most business-minded people, you have no shortage of ideas. Put on your retailer glasses and you might see opportunities everywhere. If the past couple of years have given you above average sales and you have money in the bank, it may be time to reinvest in your business. But not all good ideas are worth doing; not all opportunities are equal. How do you know which is the best one for you? Most retailers have figured out a way to make decisions, whether it’s through a gut feeling or by discussing the pros and cons with other

leadership. As you’re thinking of investing in your business, thinking strategically means sorting out the best opportunities that align with your goals and position you for the most success in a competitive environment.

To offer more insights into the decision-making process, Hardware Retailing talked to retailers leading successful companies about strategic planning. Their insights and best practices will help you think strategically about your business so you can take advantage of the right opportunities to move your business forward.

CUSTOMER FOCUSED

The strategic goals at Lambert Lumber defined specific ways to improve customer service, starting with employees.

Define specific goals.

As you work through a business analysis, start setting specific goals, which should arise when you take an introspective look at your business. Matt Lambert is currently an operations leader at Nation’s Best, a holdings company focused on the home improvement industry. Before coming to the company, he was working at the family business, Lambert Lumber in Broken Bow, Oklahoma, which is now a part of the Nation’s Best group of stores.

In 2008, when leaders at Lambert Lumber met to cast their vision for the business, they felt the biggest opportunity for growth lay in enhancing customer service. Customer service wasn’t failing; it was good. However, the leadership team didn’t want to stop there.

“Our vision for customer service was to blow away any expectations shoppers might have had for service and set a new standard for what they should expect,” Lambert says.

A business analysis revealed the two areas where they could make that happen.

“We informally did a SWOT type of analysis of our business on a regular basis. In this case, we focused on opportunities and challenges, and most of them would come in one of two areas, either vendor relations or employees. Those were the areas where we decided to focus our efforts.”

Lambert says they narrowed their focus to three specific goals: Offer same-day delivery, facilitate the relationship between customer and contractors and cross-train all employees. Each of those specific goals would contribute to an overall improvement in customer service.

Create a detailed business plan.

Nation’s Best vice president Robert Debs says careful planning plays a central role in keeping the business on track. Nation’s Best is comprised primarily of industry veterans with a strong track record and long history in the home improvement industry. As of April 2022, it has expanded to approximately 30 locations in nine states with nearly 700 associates in just two and a half years. And the company continues to grow. In addition to growth via acquisitions, the company focuses on careful strategic planning at each store, creating organic growth opportunities across the Nation’s Best family of companies.

“We ask our store managers to create detailed business plans and revisit them at least once a quarter,” Debs says. “Our store managers work closely with their teams, as well as Nation’s Best’s operational leadership,

in tracking progress on those plans. They are critical self-evaluation tools for every store and our organization as a whole. The plans help us stay organized and keep us accountable for our performance and success.”

There are many components to creating a strategic plan, and core to the process is an analysis of a company’s strengths, weaknesses, opportunities and threats. Often known as SWOT, this type of analysis helps clearly identify the internal and external factors affecting your business. Once you’ve identified them, you are better able to set goals.

Update goals regularly.

Acquisition and growth is also a central part of the business plan at Texas Paint & Wallpaper. Since joining the company in 2018, general manager Joseph Long has spearheaded the company’s growth from four stores to 10 in the Dallas area, and he has no intention of slowing down.

Whether he’s eyeing a new store location or reviewing operations at an existing one, Long says the strategic planning process guides his and his team’s decision making. Every year, Long spends a day with his staff, creating a plan for the coming year. They consider the business as a whole and what’s changed in the market around them. They may, for example, look for opportunities they may be missing or consider where they should invest their money. But the reviewing and planning process doesn’t stop at the annual meeting.

“I meet with the management staff for quarterly meetings,” he says. “We talk about our progress with what we planned for, what’s working well and what isn’t. We also evaluate the strengths of our employees and look for potential next managers, because as we

Getting Started

For a worksheet that helps you shape a strategic plan, go to hardwareretailing.com/plan-template

VANTAGE POINT

Getting the customers’ perspective helped shape Lambert Lumber’s strategic plan.

“The plans help us stay organized and keep us accountable for our performance and success.”

—Robert

Debs,

Nation’s Best

expand, we will need to keep grooming new managers to fill new positions.”

Long also uses monthly progress reviews to compare his plan with what’s actually happening in the market. That process allows him to react to changes and correct his course quickly, rather than waiting to make a new plan at the annual meeting.

Organize your approach.

As you’re creating a strategic plan for your business, it’s helpful to use an organized approach such as a SWOT analysis to help you ask the right questions. Unless you’re analyzing a specific part of your organization (your website, for example)

then you’ll be looking at some broad categories. You want to consider every area of the business to get a full picture. There are many questions you can ask about your business during a strategic planning process. Consider all areas of the business, from the service shoppers receive when they walk in the front door to the way you’re keeping track of inventory in the back office. Understand your competitors and the threats they pose to your company or the opportunities the market offers. You may even want to get the opinion of someone not involved with the daily operations to give you an outsider’s perspective of your company’s strengths and weaknesses.

Question Everything

If creating a strategic plan is your road map for the future, then a SWOT analysis gets you headed in the right direction. Doing a SWOT helps you identify the strengths, weaknesses, opportunities and threats in your operation. Robert Debs, vice president of Nation’s Best, suggests including the following areas when performing that analysis.

Culture. Your business success has a lot to do with the attitude of your staff.

Financials. Key retail metrics are a good gauge of a business’ overall health.

Inventory. Don’t miss a sale just because you can’t keep track of what you have.

Technology. Your digital presence and services should keep up with customer expectations.

Overall growth. Measure your willingness to embrace change and new opportunities.

Market. Look at how the competitive landscape is changing.

Your SWOT Analysis

Use this list of questions as a starting point for doing a SWOT analysis at hardwareretailing.com/strategic-questions

“We have to be proactive and not reactive in sales. The big account you had last year may not be your big account this year.”

—Joseph Long, Texas Paint

To start, make a list of areas you want to cover. Ask questions of each area and then decide if your answer represents a strength or a weakness.

“Ask yourself, ‘What am I doing better than the competition?’” says Long. “Look at what you’re selling the most and who you’re selling it to. Then look at what you are not selling but should be. Is there a certain customer market you’re not focusing on but should? Do you need to expand your portfolio? The needs of your customer could change on a daily basis.”

Use a benchmarking tool.

Benchmarking helps quantify your goals. One way is to compare previous year financials to evaluate current progress. If you have multiple locations, set your highest performing store as the standard you want every location to meet.

Another tool is the Cost of Doing Business Study from the North American Hardware and Paint Association (NHPA). This annual report compiles the financial data of participating home improvement retailers and determines industry averages for key profit indicators. Retailers can use the report to compare their income statement and balance sheet against average and high-profit retailers. The report illuminates areas where you are above average or where you need work.

“The Cost of Doing Business Study was extremely beneficial for us early on as we were growing,” Lambert says. “Eventually, we started using our previous year’s growth as a benchmark, but NHPA’s survey was a good place for us to start. We still use it as a valuable comparison tool for some areas.”

Take the customers’ perspective. For a successful business plan, Lambert recommends retailers consider their customers’ perspective. Don’t assume you know everything about what customers think, because their needs are always changing.

“Always consider your audience. Put yourself in a customer’s shoes and ask, ‘What do I want to experience when I come into this business?’ If you’re not sure, then ask a few customers,” he says.

There are many ways to get your customers’ perspective, such as hosting roundtable discussions, creating surveys for them to complete or having informal conversations next time they’re in the store. Ask them questions, such as, “Where do you usually shop for hardware?” or “What could we be doing better?”

“Have a discussion with your customers and ask them why they choose your business over another,” Long says. “Analyze your competition and see why people might be going there instead of coming to you.”

It could be worthwhile to conduct a secret shopping exercise at your competitors to see how a customer experience there compares to your own.

Prioritize your findings.

After listing and categorizing your strengths, weaknesses, opportunities and threats, it’s time to determine what to do with that information. Look at what threats or weaknesses need to be addressed or what opportunities you can take advantage of. You’ll likely find that not all weaknesses or threats should have equal weight.

As a holdings company, Nation’s Best’s acquisition strategy is to look for best-in-class retailers who are already operating a strong business. Company culture is one of the chief indicators of strength, Debs says.

“We might check off a lot of other boxes, but if we look at them in order of priority, it all goes back to culture,” he says. “Does the store have a culture where the managers act like owners, and do they treat their people well?”

He recommends that any retailer taking a hard look at their business should understand their company culture and how that affects the rest of their operation. When employees feel valued and empowered, they are

ONE STOP

Employees at Lambert Lumber are cross-trained so they don’t have to send customers to multiple people to get help.

more likely to provide better customer service and help the company become more profitable.

After prioritizing your goals, create a manageable plan for meeting them and decide how to evaluate. One of the main reasons for establishing a business plan is to hold yourself accountable, so determine upfront the timetable for review and who will be involved.

“Prioritize your list of goals in a manageable way and focus on the top few at a time,” Debs says. “Put your business plan in writing and be diligent in how often you revisit it. Measure yourself against the goals created. Hold yourself and others on the team accountable.”

Emphasize people over process.

When they created a new goal of improving customer service at Lambert Lumber, it meant getting every employee on board. Lambert says they invested in intensive training for the entire staff.

“We cross-trained everyone,” he says. “No employee should tell a customer, ‘That’s not my job’ when they ask for help. Everyone was trained in all areas of the store, and we gave them a level of authority to make decisions so customers didn’t always have to wait for a manager to help.”

When creating a strategy for meeting goals, don’t put a new process or plan in place before first considering how it will impact your employees. It should fit well with your company culture and the unique needs and talents of your employees.

“As you’re deciding the solution for meeting your goal, remember that the process isn’t the solution, it’s the people. Don’t put your process before your employees,” Lambert says. “Stay invested in your people.”

Don’t rest on last year’s sales.

More than 10 years later, the result of the strategic planning process focusing on customer service at Lambert Lumber has been consistent double-digit year-over-year sales increases. Delivery vehicles over that time increased from one to six with currently more than 45 deliveries a day. That’s because the owners knew that even if one way of doing business works today, that doesn’t mean it’s going to be the best way tomorrow.

“When doing a SWOT analysis of their business, one key mistake retailers should avoid is to approach the process with the ‘We’ve always done it this way and it works just fine’ attitude,” says Debs. “Many independent retailers and business owners live with that mindset, which can be detrimental to growth and competing in this ever-evolving marketplace.”

Retailers who stick to doing “business as usual” without any long-term planning can be blindsided when a new competitor arises or sales plummet. A long-term strategy looks for new opportunities while understanding a company’s strengths and weaknesses and their desired position in the marketplace. In short, successful companies have a business plan to guide their growth. It gives them a snapshot of where they are and where they’re headed in the future.

At Texas Paint, Long says continually looking forward is a mindset he instills in his sales representatives as they’re looking for new business.

“The needs of the independent channel change constantly,” says Long. “We have to be proactive and not reactive in sales. We tell our sales reps every year that we can’t rely on last year’s big customer to carry us through this year; we need to find new customers every year. The big account you had last year may not be your big account this year. This is not your grandfather’s paint market anymore.”

OPERATIONS

RESOURCES

Wellness Wealth

Discover resources for implementing and managing a wellness program at your operation at hardwareretailing.com/wellness-resources

Wellness Working Toward

HOW A CULTURE OF WELLNESS LEADS TO BETTER BUSINESSES

BY LINDSEY THOMPSON

Getting sick is a part of life. But for retailers, sick or injured employees can lead to extra costs and a loss of productivity and efficiency. In 2019, independent research group Integrated Benefits Institute found that illness-related work absences cost employers nearly $3,900 per employee and 1.5 billion days of lost productivity. Employees will always have to use some sick days in a year, but there are steps employers can take to minimize the impact, such as adding a workplace wellness program to encourage healthier employees.

According to Statista, 83 percent of large firms in the U.S. offer some type of wellness program. In 2019, 84 percent of employers believed their company’s wellness program had a positive impact on employee productivity

and performance, and 72 percent felt wellness programs helped reduce healthcare costs. Like any new workplace initiative, a wellness program costs time and money to implement, but the return on investment is seen beyond the bottom line, with healthier and happier employees and a strong culture built on wellness.

To help you consider the effect a wellness program could have on your operation and your staff, Hardware Retailing consulted a wellness program expert, Dr. Steven Aldana, CEO of WellSteps and author of seven books and over 75 research articles on the impact of work site wellness programs. Dr. Aldana addresses misconceptions about establishing a wellness program. Plus, discover how the management team at Cole Hardware implemented a successful and comprehensive wellness program for its employees.

HEALTHY AND HAPPY

Cole Hardware employees enjoy a comprehensive wellness program that benefits their bodies and their minds and encourages healthy living.

“When employees have access to a wellness program, they feel valued by their employer, which is important as employees are most companies’ most valuable assets.”

—Dr. Steven Aldana, WellSteps

I don’t think wellness programs make an impact. Wellness programs can positively impact employee health, which has a direct impact on employee medical expenses and saves employers money each year.

The Centers for Disease Control performed a systematic review of 56 published studies of workplace health programs and found that wellness programs can lead to a 25 percent savings each on absenteeism, health care costs and workers’ compensation and disability management claims costs.

While they may not be necessary, benefits like health care reimbursement, 401(k) programs and other perks attract quality workers to your company. Aldana points out that wellness programs are also a crucial tool for recruiting and retaining great employees.

“Employers offer benefits in addition to salaries so their employees will understand that their employers value their work efforts and want them to stick around for many years,” Aldana says. “Beyond reducing costs from sick and injured employees, employee wellness programs have an even bigger impact on employee morale and productivity. When employees have access to a wellness program, they feel valued by their employer, which is important as employees are companies' most valuable assets.”

Since the 1920s, Cole Hardware has been a fixture in the San Francisco area, promoting family, community and customer service. Even its motto, “Cole. Hardware for the soul,” speaks to the company’s culture and desire to make its community and the world a better place.

SHARING THE LOVE

At Cole Hardware, employees can share encouraging words with fellow employees through the "High Five" box. Each month, one name is drawn from the entries and that employee receives a $50 bonus.

“We are a family business, and our founder’s quote says it best: ‘There are no strangers here, just friends we haven’t met.’ This tagline is seen outside each of our stores, it's our modus operandi,” says Irma Fernandez, who is in charge of the company's human resources and staff development. “Our employees are part of the family, and families take care of each other. Our culture is one of cooperation and service to others.”

Work Life Balance

See how the owners of Carpenter Bros. Hardware & Rental balance work and life at hardwareretailing.com/yoga-hardware

Cole Hardware’s commitment to positivity and promoting good in business and the community is also seen in the wellness program the company offers its employees. Currently, Cole Hardware has six stores in the San Francisco area and 128 employees who are the company’s biggest investment, says Fernandez. “We are always looking for different ways we can take care of our associates,” Fernandez says. “Offering a great benefits package is important as it shows that we care for our people. Our benefit package also helps with employee retention and overall employee wellness and productivity.”

I don’t have the money to implement a wellness program. Wellness is a broad category, and a workplace wellness program can include everything from basic health insurance to extras like smoking cessation programs, fitness memberships and mental health days.

Aldana says businesses don’t have to invest a lot of money in a wellness program to see results, as there are a number of free options available to companies (see the sidebar below).

Along with medical and dental insurance, a flexible spending account, life insurance and 401(k) program, Cole Hardware’s wellness package includes inexpensive benefits such as access for every employee to Calm, an app that helps associates improve health and well-being.

Inexpensive to start and manage, Cole Hardware also has a “High Five” box in the store where employees can share extraordinary actions they observe in other employees. Each month, one name is randomly drawn from the box and that employee receives a $50 bonus.

I don’t have the time to manage a wellness program. For smaller organizations, a wellness program can be run by any employee who has an interest in wellness, Aldana says. You can also access wellness program vendors that offer platforms for as little as $2 to $5 per employee per month. These vendor platforms manage your programs and include tools that allow you to sign up employees for a wellness program, track participant progress, give out awards and more.

“These wellness platforms offer comprehensive wellness programs that are easy to administer and will work with anybody using a web-enabled device,” Aldana says.

Wellness programs can be simple too. Aldana says the most basic programs include incentives for healthy living or program completion, participation in individual and team wellness challenges and completion of a simple health risk assessment.

At Cole Hardware, many of the wellness benefits are easy to implement and manage, including the smoking cessation benefit, where employees receive a $300 bonus when they quit smoking for at least six months. The company offers access to an Employee Assistance Program, which provides up to nine consultations per year for mental, financial or family issues and more with professional counselors and is administered by the company’s health insurance company.

Cole Hardware partners with a third-party vendor to offer and manage benefits, which saves the company time and effort.

“We work with ADP to provide our associates with perks and discounts on phone plans, movie tickets, pet insurance and more,” Fernandez says.

I don’t think my employees will participate. It’s true that getting employees to participate in any program you implement can be challenging. But employers can change employee attitudes by starting with buy-in from the top.

“Wellness program participation depends on how much company leadership supports the program,” Aldana says. “If leadership doesn’t care about wellness, the employees won’t care.”

Successful programs also have employees who are wellness champions and can run the program or serve on a wellness committee, Aldana says. Along with financial rewards, employees can be incentivized to participate with gift cards, t-shirts, paid time off or other perks.

“Many programs allow significant others to participate so that motivation from friends and family encourages each employee to engage in healthy behaviors,” Aldana says. “But motivation to participate should be positive and come from a place of support and encouragement.”

Posters, emails, text messages, employee meetings and company newsletters can all be used to share what a company offers and encourage participation in the wellness program.

Becoming Self Aware About Self Care

As small business owners, Armando and Ita Reyes understand and live the difficulties of maintaining self-care. Together they own and operate Carpenter Bros. Hardware & Rental in Ann Arbor, Michigan, and Ita owns and operates a yoga studio located next to the hardware store. And they have two active sons.

The Reyeses offer every employee a free yoga membership after three months of employment. Their employees have full access to the studio and can attend any class they want, Ita says.

While not every employee utilizes this benefit, it’s still important to the Reyeses to promote wellness in their operations.

“Wellness is important, not just as employees, but as human beings,” Ita says.

“If you take care of yourself, if you feed yourself well, if you get your sleep, you can perform better at work but also at everything else in life.”

Ita and Armando work to set an example for their employees, despite demanding schedules. Armando has put in a small gym at their home so he can work out anytime, and Ita invests in her own mental and physical health.

“We have the hardware store, I have the yoga studio, we have two kids. I’m all over the place,” she says. “If I didn’t stop and practice yoga, get a massage or stop and meditate, I just couldn't do all the things I have to do.”

• Hose nozzles

• Sprinklers

At Cole Hardware, offering benefits that employees want and care about helps drive participation. The stores are all located in heavily populated areas and many employees utilize public transportation to get to and from work.

“We offer employees a commuter program, which encourages them to use public transportation, which also makes a positive impact on the environment,” Fernandez says.

The commuter program has several different tenets to fit the different needs of employees. Benefits include a cash reimbursement each month for biking to work at least three days during a work week as well as subsidies for parking expenses and public transportation.

The company also makes it easy for employees to take part in the fitness activities they enjoy by offering 50 percent off monthly fitness expenses, up to $40 per month. Qualifying activities include gym memberships, dance classes, yoga and more.

I don’t know where to start.

Retailers who don’t know where to start with a wellness program can find help and resources from a number of wellness program vendors. Aldana says many of these vendors work with companies of all sizes and budgets.

Employers can also look to their insurance carrier, with many larger insurance companies offering wellness programs for insured members. Your insurance broker is an excellent resource to help you find or start a wellness program as well.

“For small businesses, there are definitely additional challenges to making a wellness program succeed,” Aldana says. “But fortunately, there are also resources to overcome those challenges and make small business wellness a success.”

Companies can start with the basics, offering wellness programs that benefit employees physically and mentally. Cole Hardware’s benefits package includes up to four weeks of paid time off per year after five years of employment.

“Vacation is important as it allows our employees to disconnect from work and find balance in their life,” Fernandez says. “Taking time off reduces stress and increases productivity in our employees.”

Employees receive bereavement leave, up to 72 hours of sick time each year and up to 40 hours off a year for parents to engage in their childrens’ schools. The company also pays employees to take industry-related online courses.

“Offering these types of benefits has helped us during the hiring process,” Fernandez says. “We operate in a very competitive market, so it is imperative that we offer a solid benefits package that helps sway potential candidates our way.”

INDUSTRY EVENTS

WHAT’S INSIDE

NATIONAL HARDWARE SHOW Industry Partnerships

The NHPA All-Industry Conference is held in conjunction with the National Hardware Show, giving retailers a comprehensive experience. Learn more and register at nationalhardwareshow.com

55

Keynotes, Featured Speakers & Panelists

Get details about the industry experts and retail leaders who will take the stage at the conference. Highlights include five retailer panels, two keynotes and many other insightful, timely presentations.

56-57

Conference Schedule

Mark your calendars for the presentations and panels that matter most for your business.

See keynote presentations on Tuesday, April 5 and Wednesday, April 6!

58

Industry Awards

The NHPA All-Industry Conference is a time to celebrate achievement. Meet the 2022 Top Guns Awards winners and the 2022 Young Retailer of the Year honorees.

Attend the Top Guns Awards panel on Tuesday, April 5, and the Young Retailer Insights Panel on Wednesday, April 6.

60

The National Hardware Show

Learn about the National Hardware Show and its support of the independent channel.

The show returns to the brand new West Hall of the Las Vegas Convention Center, a state-of-the-art facility.

INVESTING IN

People, Products & Technology

The NHPA All-Industry Conference Brings the Industry Together

If you’re looking for a new opportunity for product discovery and want to learn strategies to invest in your business this year, the NHPA All-Industry Conference is the place to find it all. The North American Hardware and Paint Association (NHPA) is co-locating its conference on the floor of the National Hardware Show, which takes place April 5-7 in Las Vegas. The combination of events makes it easy to explore exhibitors in between insightful presentations and panel discussions featuring industry experts and leading retailers.

“We’re excited to be back at the Las Vegas Convention Center working with our partners at the National Hardware Show to bring a comprehensive event to independent retailers,” says NHPA chief operating officer and publisher Dan Tratensek. “This event brings the industry together in a way few others can, as it aligns independent retailers regardless of wholesale affiliation. It combines networking, industry-specific presentations and product discovery all in one place.”

Head to YourNHPA.org/conference to learn more about this year’s event.

Keynotes, Featured Speakers & Panelists

The theme of this year’s conference is “Investing in People, Products & Technology,” and each speaker and panel discussion applies a component of that theme to the independent home improvement channel. Whether you’re looking for industry trends and data or investment strategies for your team and your business, we’ve got it covered here.

Grant Farnsworth

President, The Farnsworth Group

Industry Fundamentals and Customer Behaviors Impacting Home Improvement

Jim Close

Managing Partner, Risk Management Services Loss Prevention

How to Leverage Technology to Reduce Shrink

KEEP YOUR PRO PROMISES

Retailers talk about their contractor loyalty strategies.

Panelists: Brian Johnson, Sunpro; Dave Hoglund, Builders; Coreen Pierce, Koopman Lumber Co.

KEYNOTE

Kevin Hancock

President and CEO, Hancock Lumber

Employees First: Disrupting Assumptions for More Loyal Customers and Stronger Sales

Melanie Moul

Managing Editor, NHPA

The Hiring Strategies You Need to Try

Director of Organizational Development & Consulting, NHPA

Creating Innovative Problem-Solvers in Your Business

PANEL TOPICS AND PARTICIPANTS

HOW RETAILERS ARE TAKING ON TECH

Retailers discuss how technology is a necessary component of retail.

Panelists: Eric Hassett, Hassett Ace Hardware; Adam Gunnett, Busy Beaver; Jade Haynie, Northwest Hardware

CREATING THE ULTIMATE CUSTOMER EXPERIENCE

Retailers relay their strategies for focusing on a comprehensive customer experience.

Panelists: Rodney Bullion, TAL Holdings LLC; Ned Green, Weiders Paint & Hardware; Darryl Zunker, Pintura Paint

INSIGHTS FROM YOUNG RETAILERS

Recipients of the 2022 Young Retailer of the Year Awards discuss their retail achievements.

Panelists: Kyle Adair, Maycrest Hardware; Adam Moulton, Allandale, Ingersoll & Woodstock Home Hardware Building Centres; Brandon Donahue, Westerly Paints

APRIL 5

Tuesday

9:30 a.m. - 11:30 a.m.

Presented by the National Hardware Show

Independent retailers are invited to join this workshop to come away with tangible actions to improve their operations. Retail Solutions Workshop

3:00 p.m. - 3:45 p.m. KEYNOTE

Employees First: Disrupting Assumptions for More Loyal Customers and Stronger Sales

Presenter: Kevin Hancock, Hancock Lumber

Hancock Lumber president and CEO Kevin Hancock discusses the social and economic benefits of creating an employee-centric company. The first mission of work should be enhancing the lives of the people who do it. Hancock explains how starting the flywheel of corporate success with the employee experience creates enhanced results for customers, communities and corporations. In this presentation, Hancock revisits and reclassifies several long-standing assumptions about business.

1:00 p.m. - 1:45 p.m.

Creating Innovative Problem-Solvers in Your Business

Presenter: Kim Peffley, NHPA

Now more than ever, you need to ensure you have a team of innovative problem-solvers. Join us for this session to learn essential techniques to teach your team, not only the importance, but also the skill of being an innovative problem-solver in your business. You will learn how to help your employees become better problem-solvers and how to create a culture that encourages innovation. We will dive into the importance of companywide communication to ensure the path for innovation is open and available to everyone. Finally, leadership teams will return to business with the tools they need to establish the innovative problem-solvers of the future.

2:00 p.m. - 2:45 p.m. AWARDS

NHPA Top Guns Awards

Moderator: Melanie Moul, NHPA

Panelists: Stacy Bivona, Builders; Elliot Greenberg, JC Licht; Pat Sullivan, Sullivan Hardware & Garden

The NHPA Top Guns Awards recognize retailers who are pillars of innovation, commitment and passion for the independent home improvement channel. The retailers honored in this program have helped grow their operations through strategic leadership with consideration for their communities and their teams. In this panel discussion, learn how these retailers plan for continued growth and are paving the way for future leaders.

Thank you to our partners.

4:00 p.m. - 4:45 p.m. Keep Your Pro Promises PANEL

Moderator: Lindsey Thompson, NHPA

Panelists: Dave Hoglund, Builders; Brian Johnson, Sunpro

For retailers who serve contractors and other home improvement professionals, offering perks for loyalty can be the difference between a recurring customer and a long-term relationship. Listen to retailers who have developed comprehensive— and often generous—contractor loyalty programs and learn from them how you can get started on setting up or revising your own program.

APRIL 6

Wednesday

9:00 a.m. - 9:45 a.m.

The Hiring Strategies You Need to Try

Presenter: Melanie Moul, NHPA

Using real-world examples from retailers who have found success in developing high-performing teams, this presentation will give you actionable ideas for how to fill gaps in your staff. This isn’t just about upping wages and being a flexible employer. The significant changes in the labor market over the last several years require independent home improvement retailers to think critically and try new hiring strategies to ensure growth.

10:00 a.m. - 10:45 a.m. KEYNOTE

Industry

Fundamentals and Customer Behaviors Impacting Home Improvement

Presenter: Grant Farnsworth, The Farnsworth Group

Featuring recent research from The Farnsworth Group, this presentation will highlight key supply and demand factors impacting the future of home improvement. Attendees will also learn about recent sales activity to better understand future demand. While fundamentals are key to understanding where we’ve been and where we’re headed, it’s also important to understand changing customer behaviors that are impacting manufacturers and retailers. Research presented will include actionable data on contractor and DIY brand preferences, how shoppers use technology before buying and online and in-store shopping activities.

11:00 a.m. - 11:45 a.m. PANEL

How Retailers Are Taking on Tech

Moderator: Melanie Moul, NHPA

Panelists: Eric Hassett, Hassett Ace Hardware; Jade Haynie, Northwest Hardware; Adam Gunnett, Busy Beaver

Independent retailers have continually invested in strategic technology solutions to attract and retain customers. Especially as consumers’ expectations for a comprehensive retail experience have changed over the last two years, technology is becoming an essential component of business. These independent retailers from diverse operations will share how technology helps elevate and differentiate their businesses.

1:00 p.m. - 1:45 p.m. PANEL

Creating the Ultimate Customer Experience

Moderator: Katie McHone-Jones, NHPA

Panelists: Rodney Bullion, TAL Holdings LLC; Ned Green, Weiders Paint and Hardware; Darryl Zunker, Pintura Paint

With all the competition in the marketplace, creating an inviting experience is key to customer retention. Independent retailers have the flexibility to adapt to their customers’ shifting expectations, from store hours and special orders to omnichannel solutions and project knowledge. On this panel, retailers will share their strategies for making customer service in their stores a first-rate experience.

3:00 p.m. - 3:45 p.m. PANEL

Insights From Young Retailers

Moderator: Scott Wright, NHPA

Panelists: Kyle Adair, Maycrest Hardware; Adam Moulton, Allandale, Ingersoll and Woodstock Home Hardware Building Centres

For over 26 years, NHPA has recognized the successes of young independent home improvement retailers through its Young Retailer of the Year program. Meet some of the 2022 honorees as they share their retail journeys, why they have chosen this industry as a career and what their goals are for the future.

5:30 p.m. AWARDS

Retailers’ Choice Awards

Moderator: Dan Tratensek, NHPA

For more than 50 years, NHPA has been helping retailers discover the best of the best products through its Retailers’ Choice Awards. Products selected in this program are chosen by retailer judges who scout the floor of the National Hardware Show to find new and innovative products that will drive sales and help independent retailers stand out in their markets. This program celebrates manufacturers for their innovations and encourages their support of the independent home improvement channel.

Hosted on the NHS Backyard Stage. By invitation only.

APRIL 7

Thursday

9:30 a.m. - 11:30 a.m.

Retail Solutions Workshop

Presented by the National Hardware Show

Independent retailers are invited to join this workshop to come away with tangible actions to improve their operations.

1:00 p.m.

National Hardware Show closes

2022 Top Guns Award Winners

Stacy Bivona Vice President, Nebraska & Marketing

2022 Young Retailer of the Year Honorees

Allandalle,

Kyle

Nicole

Branch

Massachusetts

Montana

Washington

Behind-the-Scenes Coverage

Follow Hardware Retailing and NHPA on Facebook and Instagram to see in-the-moment action at the NHPA All-Industry Conference and the National Hardware Show.

LANCASTER

Opportunity Is Waiting

3 Must-See Spots at the National Hardware Show

In addition to featuring thousands of exhibitors with the latest home improvement products on the main show floor, the National Hardware Show continues to diversify the opportunities for retailers at the event. See three spaces that need to be at the top of your list when you arrive at the show.

Paint and sundries distributor Lancaster has partnered with the National Hardware Show to bring a new experience for the paint channel. Visit the Lancaster Demo & Deals Pavilion under the Big Top in the NHS Backyard for ongoing exhibitor demonstrations. Show attendees have access to exclusive deals, including healthy savings and extended payment terms.

Always an attendee favorite at the show, the NHS Backyard offers a comprehensive experience for fans of grilling, outdoor power equipment—and free samples. Make your way outside to continue your product discovery journey in key industry categories. See products in action with hands-on demonstrations and get inspiration for your own in-store events with on-stage demos from exhibitors throughout the day.

HABITAT

Centrally located on the show floor is HABITAT, the space at the show dedicated to innovation and ingenuity at the National Hardware Show. This year, HABITAT has highlighted five key areas that will impact the industry in 2022 and beyond. This year’s themes include: rest and wellness; nature and the environment; safety and security; DIY style; and water management.

CATEGORY

Fuel for Success

A Roadmap for the Automotive Category

BY CARLY FRODERMAN

RESOURCES

Speed Through Expansion

Discover best practices when adding a new product category at hardwareretailing.com/category-addition

There are numerous niche categories to invest in to differentiate your business or fill a need in your community.

Automotive is one such category that can bring your operation closer to being a one-stop shop and enhance your ability to contend with competitors. With a well-thought-out plan of action and accurate knowledge of your customer base, automotive can be a crucial addition to any hardware store and lead to increased sales.

Keith Scott opened his first storefront, a service station, in 1950 in Rigby, Idaho. In 1981, he opened his first auto parts store. Prior to the store opening, he drove a truck around town with spare automotive parts, which inspired the launch of the auto parts store. In 1995, he purchased a True Value hardware store and moved the auto parts to the new location. He partnered with Carquest, an American automotive parts distribution network, in 2000.

Scotty’s Carquest and True Value Hardware in Rigby, Idaho, now boasts a 20,000-square-foot store and has almost tripled its yearly automotive sales over the last three years. Hardware Retailing spoke to general manager Dan Housel, who has been with the business for 12 years, and Crystal Lees, a manager who has been with the business for 14 years, about the benefits of an automotive category and what it takes to make it successful.

Thriving on Competition

Competition can encourage focus and differentiation or hold a store back; Scotty’s owner Kirk Scott leans more to the former, Lees says.

“Kirk absolutely loves competition. He welcomes it,” she says. “It keeps people honest and prices low.”

Scotty’s competes with three other national brand auto parts stores in town, and there are a total of seven competitors to Scotty’s in the small, two-stoplight town of 4,000 residents.

“We pull customers from at least a 20-mile radius,” Housel says. “We pull from even farther in some directions.”

With an array of customers from body shops and DIYers to farmers and car restorers, like many independent retailers, customer service sets Scotty’s apart from its competitors.

“People come in because of our customer service,” Lees says. “Being a small farm community, face-to-face service is still everyone’s priority over here. It’s just how people still do business.”

Scotty’s staff exceeds customer service expectations with their product knowledge and problem-solving ability.

“In the rare case that our staff doesn’t know how to help a customer, we tell our employees that there is no shame in Googling to find a solution right then and there,” Lees says. “We want to help them one way or another and for the solution to be accurate and timely.”

“We want to help them one way or another and for the solution to be accurate and timely.”

—Crystal Lees, Scotty’s Carquest and True Value Hardware

If an employee can’t fix a customer’s problem at the store, they make an effort to send the customer to another local business, Housel says. This strategy supports the community and curates trust and loyalty with residents.

“If we don’t have what our customers need, we give them advice and send them in the right direction,” Housel says. “That way, the next time they need something, they remember our service and come back to us.”

Long-term and experienced employees also set Scotty’s apart from its competitors. According to Housel, their staff has over 55 combined years of knowledge and experience in the automotive industry.

“Our staff in the automotive category all have backgrounds in farming and mechanical work,” Housel says. “So if a customer comes in trying to restore a 1950s pickup, our employees have the correct knowledge and experience. They know what will and will not work.”

5 Inventory Management Best Practices

FOR NICHE CATEGORIES

Rotate endcaps regularly. Get the most out of your endcaps by changing out merchandise once a month. Some progressive retailers even change them out every couple of weeks.

Use clear signage. Clear and creative signage makes it easier for people to shop, which means they may spend more time browsing. You might even land an impulse sale.

Be vigilant about housekeeping. Make a big impact on the way your merchandising looks by keeping the shelves clean, faced and organized. Train every employee to fix problems as soon as they spot them.

Run sales to move out old products. When updating or changing your product assortment, sell leftover products at a discount to move them fast and make room for new items.

Update product assortments. Niche categories can often include trendy or fad items, so be mindful of what’s trending, removing any products that have gone out of style or are no longer selling.

TOOLS & GUIDES

Preparing a Plan

Download this outline to create your own project plan at YourNHPA.org/project-plan

The combined Carquest and hardware store also helps Scotty’s with the competition in the area.

“Our customers can buy everything they need in one stop,” Lees says. “They don’t have to go to several stores.”

Furthermore, Scotty’s is located on a major intersection in town and boasts a large readerboard on the corner, grabbing the attention of any potential customers.

“Everyone sits there and watches all the pictures and reads it,” Lees says. “Honestly, that’s been a big draw for us.”

Stocking for Success

As much as customer service and employee knowledge are key to a successful automotive category, elite merchandising also makes a significant impact. Scotty’s staff prioritizes stocking quality products over a large number of products.

“We focus on having quality over quantity,” Lees says. “We strive to have the finest products with excellent backed warranties.”

Carquest assists Scotty’s in stocking products.

“Our automotive supplier definitely keeps us current,” Lees says. “They help us stay stocked with new parts that are currently being used in automotive, but they also help us carry that selection of older products for restoration projects.”

MEANINGFUL MERCHANDISING

The automotive staff at Scotty’s Carquest and True Value Hardware is committed to constructing eye-catching product displays.

BUCKLE

UP

Scotty’s Carquest and True Value in Rigby, Idaho, has been selling automotive products for over 40 years.

“Our customers can buy everything they need in one stop. They don’t have to go to several stores.”

—Crystal Lees, Scotty’s Carquest and True Value Hardware

Part of that quality product selection is also derived from making an effort to stay current with the automotive industry and paying attention as new products come out on the market.

“We have a few staff members who do a lot of research in their free time,” Housel says. “They look at upcoming trends and where we need to be, and they convey that information to our automotive distributor representative.”

The focus on quality remains though, especially on the salesfloor.

Scotty’s has over 400 linear shopping feet for customers in its automotive section, Lees says, who says that’s another element that sets Scotty’s apart from competitors. It also creates a space for customers to easily browse the first-rate products that Scotty’s has available.

“All of our extra parts and overstock are in an upstairs storage area, so they don’t take up our floor space,” Lees says. “We have a 36-foot belt that helps move merchandise to and from the storage space and an overhead door that allows a forklift to place freight directly into the space.”

If the products on the floor and in the upstairs location still don’t meet all of the customers’ needs, there is a Carquest warehouse close by. As a result, the store can receive products within a day, says Housel.

The automotive staff also spends time setting up displays on its salesfoor, promoting discounted items and suggesting add-on products.

“Our employees are skilled at setting up displays that are full and impactful,” Lees says. “They pair toy tractors, bales of straw and other merchandise that we have in the store with products that are on sale. It really increases our add-on sales.”

Building Benefits

The consistent need for automotive products results in perpetual and substantial sales.

“Vehicles will always get dirty and need to be cleaned,” Lees says. “And there will always be vehicles that require repair. It's a source of income that never stops.”

TOOLS & GUIDES

Prep Your Employees

Utilize this automotive study guide from Trainer’s Toolbox to develop your staff and increase sales at YourNHPA.org/automotive-guide

“Tools and hardware go hand in hand with auto parts. Even the most basic automotive assortment can create an increase in store sales.”

—Crystal Lees, Scotty’s Carquest and True Value Hardware

The cyclical nature of the category is not the only benefit.

“The margin in this category also makes it a compelling addition,” Lees says. “With 10 to 60 percent margins, you really can’t go wrong.”

Automotive also interacts well with other categories, including one that is essential to the rural community of Rigby.

“The automotive department has allowed us to really grow our agricultural category,” Lees says. “Having both categories allows us to assist our customers with their farming equipment and become a part of their operation, which helps us build ties with the community.”

Those ties with the community and the combination of automotive alongside core hardlines categories have brought great success to Scotty’s; it is the No. 1 battery selling location within 200 miles, has tripled its automotive sales growth in recent years and received The Business of the Year award by The Rigby Chamber of Commerce in 2021.

“The automotive category really pairs well with a hardware store,” Lees says. “Tools and hardware go hand in hand with auto parts. Even the most basic automotive assortment can create an increase in store sales. It’s definitely a category worth exploring.”

MAKE YOUR CATCHES STICK.

The Stick-All® Mouse & Insect Trap attracts, monitors and catches multiple mice and insects. It includes permanent bullet lure holes for beetles, diverting walls to direct mice, insect slot entrances on all four sides and a replaceable Stick-All® Glue Trap. Once caught, pests stay caught and out of sight.

RETAIL MANAGEMENT CERTIFICATION PROGRAM

NHPA’s Retail Management Certification Program was built for owners and managers in the home improvement industry. The program focuses on learning skills to grow store sales and profits in today’s changing retail landscape.

Learn from 13 faculty members including university-level instructors, home improvement industry experts and leading retailers who o er a wide range of experience to provide learners with a well-rounded education.

Length: 6 months

Format: 3 in-person visits with intersession assignments

Outcomes: ROI-focused business improvement projects

Application deadline: June 1, 2022

Starting date: July 2022

Scholarships available: 26

Visit YourNHPA.org/rmcp to apply, download the full learning guide or learn more.

These companies are advocating for independent retailers by supporting this program.

GALLERY

More From the Road

See more highlights from the first stop of Renee on the Road at hardwareretailing.com/renee-in-florida

RENEE

Over the last two years, we’ve all had to make adjustments to our daily lives, and along the way have found a new normal at home, at work and everywhere in between. For the team at the North American Hardware and Paint Association (NHPA), we had to make major changes in how we did business just like you, the retailers we serve. From forming a hybrid work environment to connecting with retailers at virtual markets or meeting over Zoom calls, we made the necessary changes to stay connected as best we could.

While we were grateful to be able to have those virtual interactions, this year, we wanted to return to connecting with retailers in person in their stores.

In addition to returning to wholesaler markets, NHPA has kicked off a new series called Renee on the Road. If you’ve ever called the association to ask about membership, training or other programs and services, you probably talked to NHPA retail engagement specialist Renee Changnon. With this traveling series, Renee gets to talk about all of that—and see your stores and meet your teams—in person.

On the following pages, see the highlights from the recent trip Renee and senior designer Aubrey Smith took touring independent home improvement businesses in central Florida for the first installment of Renee on the Road. SEE INSIDE FLORIDA HARDWARE AND PAINT OPERATIONS

Tanner Paint has its own line of paint that has been produced since the beginning. It is still made today and is designed for the Florida climate.

Bay to Bay Ace Hardware in Tampa takes up two floors. Customers can run upstairs for an item and look down on the paint department as they head back down.

Walker and Massiel Tanner own and operate Tanner Paint Co. in Tampa, Florida. The business has been in Walker’s family since 1933.

PORTABLE CUBE DEHUMIDIFIERS

• Modern, minimalist design compliments any décor

• Bucket-design condensate tank holds up to 4X as much water as other dehumidifier designs

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Historically, home dehumidifiers have been ungainly, top-heavy machines. Conspicuous and with limited aesthetic appeal, dehumidifiers were nothing to get excited about. Until now. Models

Smartphone compatible

www.comfort-aire.com

FEATURES

•115V

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•Automatic Water Level Shut-Off

•Pump Lift (BCDP-50A)

•Casters for easy portability

The team at Sarasota Paint in Bradenton, Florida, was very welcoming to NHPA. Jonathan Jasik gave Renee and Aubrey a tour of one of their five locations and talked about the trends that are popular among his customers.

Steve Miller (left) and Renee chat about the history of his family owned business, Miller's Hardware, as well as the industry at large. The store has been in the same location in Winter Park, Florida, since 1945 and has continued to grow and evolve to serve its loyal customers.

Renee and Aubrey pause for a rare photo with each other during one of their store visits. They worked together as a team to learn about the businesses, snap photos and post fun videos and images to social media

Customers shop at Toole’s Ace Hardware in Groveland, Florida, for their home improvement and a wide variety of outdoor recreation and sporting goods clothing and gear.

Protect Your Employees With Effective Compliance Training

Through a partnership with JJ Keller & Associates, a trusted name in compliance training, NHPA now offers training to meet HR and workplace safety standards. Courses are affordable and online, with some accessible in Spanish.

Enroll today!

• Forklift Training*

• Sexual Harassment Prevention*

• Active Shooter Response*

• Workplace Safety Basics*

• How to Use a Fire Extinguisher*

• Understanding FMLA

• Diversity and Discrimination

*Also available in Spanish

and

OPERATIONS

Outdoors for All

Learn more how Seashore Ace serves its beach and inland customers at hardwareretailing.com/outdoor-living

Living Out Loud

WBY LINDSEY THOMPSON

ith a 7,000-square-foot showroom dedicated to outdoor living products, Seashore Ace Home & Outdoor Living is a go-to store for outdoor furniture, accessories, grills and more.

Located on the Jersey Shore in the small borough of Stone Harbor, New Jersey, Seashore Ace serves customers with beach houses, vacation rentals and inland homes throughout the state and beyond.

Owner Jim Fisher says nearly 30 percent of his store’s sales are in outdoor living and barbecue.

3 MUST-HAVES FOR YOUR OUTDOOR LIVING DEPARTMENT

He has found success in these categories by focusing on high-end outdoor furniture that lasts in a beach environment, but also stocking options at lower price points. Additionally, the store offers custom furniture design services for customers to create the outdoor living spaces of their dreams.

Read on to discover best practices from Fisher, who shares insights that you can apply to your own operation, no matter what part of the country you live in and what your customers’ outdoor living needs are.

SELLING ESSENTIALS

Offer delivery and assembly. “Delivery is crucial to our success,” Fisher says. “We own three trucks we use just for outdoor furniture, and they can do 20 to 25 deliveries in a day.”

Choose the right manufacturers. “Pick furniture companies with good reputations that offer several price points,” he says. “Options for composite furniture are also big on customers’ wish lists.”

Buy early to avoid supply issues. “We start buying for the next year in July, when the early buy discounts typically start,” Fisher says. “We’ve bought more than twice our early buy than we’ve done in the past.”

FINDING FRESH AIR

PRODUCTS TO CREATE LIVABLE OUTDOOR SPACES

After spending so much time at home and indoors over the last two years, this year, homeowners will look for ways to blur the lines between indoor and outdoor living spaces. They’ll look to their outdoor spaces as places to cook, dine, work and relax. Encourage your customers to take the inside outside by stocking your outdoor living department with these products.

Living

Make outdoor spaces just as cozy as the inside with comfortable furniture and spots for drinks and electronics.

Large outdoor sectional

Pillows

Outdoor television

Dining

Going beyond your basic picnic table, outdoor dining tables come in a variety of styles and sizes to fit any consumer’s needs.

Umbrella

Chair cushions

Outdoor dishes

Cooking

From simple beverage coolers to spaces with major appliances, outdoor kitchens have been gaining in popularity for several years.

Wine fridge

Pizza oven

Outdoor fryer

Working

People working from home can benefit from fresh air and a little vitamin D by creating office space outdoors.

Laptop stand

Sunshade

Power cord

TOOLS & GUIDES

Let Us Do It for You

PROJECT POINT

Project Point is a one-stop department that offers project ideas and downloadable assets you can share with your DIY and crafty customers.

UNDER

WRAP

From holidays to birthdays, wrapping paper can be hard to keep neat and organized. Help your customers turn a blank wall into a functional wrapping paper organizer with this DIY project that also adds visual interest to any space.

BUILD A WRAPPING PAPER ORGANIZER TO KEEP ROLLS UNDER CONTROL

CATEGORY

All Wrapped Up

See what gift wrapping products you should be stocking so your customers can give gifts year-round at hardwareretailing.com/gift-giving

What’s in Your Project Point Package

Visit YourNHPA.org/project-point to download your Project Point Package for this DIY today.

DIY Instructional Guide

This downloadable and printable PDF makes it easy to share this project with your customers. The guide includes step-by-step instructions, a supply list, necessary tools and color photos of each step. There is also a editable version to include your company’s logo and information.

Merchandise Planogram

The merchandise planogram lists all of the supplies and tools a customer would need to complete the project. It offers suggestions on how to display and merchandise the supplies and tools so you can easily promote and sell the project to your customers.

Social Media Posting Guide

The social media posting guide provides everything you need to share this project on your own social media channels. The guide includes suggested copy for Facebook and Instagram, project photos and customizable posts to fit your company’s branding and needs.

Here are the materials and tools to include in your endcap display.

OUTREACH

Share Your Stories

Send your merchandising tips, event recaps, employee morale boosters and other stories to editorial@YourNHPA.org CHECKOUTS

Best Friend SUPPORTING MAN’S

CURTIS LUMBER HOSTS PET ADOPTION EVENT

FOR 12 YEARS, Curtis Lumber, which has 23 locations in New York and Vermont, has hosted PetAPalooza, an adoption event that has placed over 5,000 pets into loving homes since it began. Along with cats and dogs, the event finds homes for bunnies, birds, farm animals, horses and reptiles.

The Curtis family has always been an advocate for abused, neglected and forgotten animals and started PetAPalooza in hopes of shedding light on adopting shelter pets in need, says marketing coordinator Jennifer Stickney.

“The Curtises have used the company’s name to help get the word out to the public to not only adopt shelter pets, but also to have pets spayed or neutered to avoid unwanted strays in our local communities,” she says.

PetAPalooza connects Curtis Lumber with pet lovers in each of the 23 communities the company has stores. Local shelters and rescue groups can bring their adoptable pets to the event to interact with attendees.

“This informal setting really makes a difference in getting these pets adopted while the public enjoys a fun family day out,” Stickney says. “Pets are family, and there is no greater service we can provide than giving community members years of joy and love via their newly adopted furry friends.”

“This informal setting really makes a difference in getting these pets adopted.”

—Jennifer Stickney, Curtis Lumber

Getting Fit With Plants

Last summer, Wood’s Ace Hardware & Mercantile in Summerville, South Carolina, combined two hobbies into one fun fitness event, Botanicals and Biceps, where participants worked out by lifting plants.

The store had already been hosting yoga classes in the open turf area that is part of the store’s nursery, and president Emily Wood Popielarz was looking for another event they could offer customers.

While the weather didn’t cooperate the day of the event, the marketing efforts online created a buzz on social media. Wood Popielarz says she is always looking to expand the different events offered at the store and hopes to host the Botanicals and Biceps event again.

“We love to remind the community that we’re more than just a hometown hardware store,” she says. “We want to create a space families can enjoy, not just shop.”

COMMUNITY

Books and Bolts

Every Saturday morning, kids in Nikiski, Alaska, are treated to a free story time with books read by local elementary teacher Colby Way. The owners at Nikiski Hardware & Supply started Nikiski Reads online during the pandemic to boost spirits in the community when there was no in-person school.

Alaska has some of the lowest reading scores in the nation for elementary kids, so the event has also kept reading top of mind for kids and parents every week, says co-owner John Quick.

“We were looking for a way to make a positive impact during a challenging time,” he says.

“We love our community and are always looking for ways to add value without expecting anything in return. We do it because we care.”

Customers at Beisswenger’s in New Brighton, Minnesota, have access to an unusual product for rent—live animal traps. Lawn and garden manager Mark Armstead says the trap rentals are another way the store, which has been in business for over 100 years, serves the community. The first day’s rental is $10 and $1 per day after the first day, and customers also have the option to purchase the traps after they rent them.

—Mark Armstead, Beisswenger’s Preventing Pesky Pests

“The rentals aren’t a huge moneymaker for us, but are a convenience and courtesy for our customers.”

NETWORK Make a Plan Visit YourNHPA.org/cal to find more industry events online.

To add your event to the industry calendar, send an email to editorial@YourNHPA.org

3M 3, 5, 7 3M.com

Ames Research 33 amesresearch.com

Benjamin Moore BC insl-x.com

Bird-B-Gone 29 birdbgone.com/birdout

Brushtech 28 brushtechbrushes.com

Chapin 51 chapinmfg.com

Coast Products FC coastportland.com

Cole’s Wild Bird Products 78-79 coleswildbird.com

Combilift 27 combilift.com

Do it Best 12-13 doitbestonline.com

Epicor Software Corp. 25 epicor.com

Fiskars 61 fiskarspro.com

Forney Industries Inc. 32 forneyind.com

GCI Outdoor 30 gcioutdoor.com

Great Northern Equipment 59 gnedi.com

The Hillman Group 68-69 hillmangroup.com

Howard Product 31 howardproducts.com

Kness Mfg. Comp. 66 kness.com

Lighthouse for the Blind 26 rapidfix.com

73 comfort-aire.com

LAST WORD

OPERATIONS

HR Help

From job descriptions to employee evaluation forms, check out NHPA’s human resources tools and guides at YourNHPA.org/human-resources

CREATIVE ADDITIONS TO YOUR COMPANY’S WELLNESS PROGRAM

WHILE PERKS LIKE health and life insurance, flexible spending accounts and 401(k) accounts are important to offer employees, companies can go above and beyond for their staff by providing a comprehensive wellness program that includes resources to improve

mental and physical health. Fortunately, implementing these types of programs don’t have to cost a lot of money or take too much extra time. Here are several wellness program amenities that are free or inexpensive and easy to add to any size operation.

Employee Extras

RESOURCES AND BENEFITS YOU CAN OFFER TO BOOST WELLNESS

BIKE RACKS

Install bike racks so employees can bike to work

HEALTHY SNACKS

Offer healthy snacks in your break room

STAIRWELL USE

Encourage stairwell use by displaying posters in strategic locations

CESSATION RESOURCES

Provide smoking cessation resources and incentives

HEALTH CLUB DISCOUNTS

Negotiate corporate discounts for health club memberships

EMERGENCY TRAINING

Host CPR and first aid training classes

PROVIDE A LIBRARY

Start a library where employees can share books

BREAST PUMPING SPACE

Create a comfortable, private space for nursing mothers to pump breast milk

ASSIGN SPECIAL DAYS

Give employees “bring your dog to work” or casual dress days

Grow Your Sales

Product Assortment : igh-Margin Private-Label Brands a tional & Regional Brands Annual Rebates Assortment: • High-Margin • National •

“If other dealers don’t sign up, they’re leaving money on the

— Margie Duval, Yucaipa Hardware

“The best part of Spring is Here is the rebates. It’s money that goes right back to the bottom line.”

— Kirk Reams, Hooten’s Hardware